Better not to give….
Last week I visited a networking group I am leading.
Everything was fine until I saw a member in that group who is an owner of a laundry service bringing with him a cleaned jacket in a plastic wrapper.
True enough, during the part of the meeting where members give referrals, a member had referred himself to this laundry service person, to clean his jacket. I find this quality of referral to be too trivial.
Why treat your referral partner as your laundry pick-up and delivery chap?
And do you think you would look good if in fact, all you did was to contribute an internal requirement via a referral for a cleaning service, which I think amounts to not more than RM10 perhaps?
If I was the laundry service person, I would detest being treated this way. But the reticent nature of this person makes it difficult for this even further.
Therefore, when I next meet this group’s Leadership Team, I would recommend that they adopt a plan and a modus operandi that:
1. All referrals to members in the group for the purpose of internal requirement are to be given out only once. Thereafter, for repeat orders, just get on with it, rather than raising a referral paperwork again. However, from time to time, give snippets of testimonials to highlight the great service from the member concerned.
2. A minimum value for referrals must be established at the Chapter level.
3. An education to all members be given so that all members will treat their colleagues with greater respect rather than treating them akin of a delivery person.
After all, a BNI Chapter meeting is a meeting of owners of businesses.
So, bottom line, it’s better not to give such type of poor quality referrals. It is a poor reflection of your efforts throughout the week to develop referrals for your colleagues in your group.
Great stuff Riyaz. I always look at “Transactional Referrals” and “Relationship Referrals” Between the Members Transactional Referrals are OK but normally low value, whereas Relationship Referrals can be very profitable for years to come. Outside/External Transactional Referrals normally delivers a transaction and a new relationship which is why BNI is in the business of giving qualified Referrals from outside the Chapter Membership.
I still remember this point you made many years back… It was a certain stationer who carried heaps of Double A paper, pens, fax paper, etc, on a weekly basis to the meeting based on referrals that were passed a week earlier! I have to say that if one is to order 2 rims of paper, it makes the effort of giving the referral very half-hearted. I suppose the thought of coming empty-handed on the meeting day warrants this action sometimes. Fair enough if it was a one-time action. But if it happens on a weekly basis, that just becomes annoying. Imagine if I had bought life insurance and gave my member a referral consistently based on the monthly premium that I was paying for the initial policy.
Thanks for striking this point through again and again for consistent Chapter professionalism and growth!
I do agree that, we are there mainly to give receive Outside/External Transactional Referrals normally delivers a transaction and a new relationship. I believe hereafter this takes place and more serious in giving quality referrals so that everyone benefits.
Thanks Riyaz for giving valuable feedback and advises given by you with the objective of raising the bar.
All members definitely would prefer external referrals. Not just the transaction amount but I believe we are there not for a ream of papers or 2 boxes of namecards or RM100 monthly investment top up from our fellow chapter member.
Its all about growing up (or waking up) and start on working on the solid referrals that our fellow members are asking for. Only then do we see chapter growth. And real satisfaction!
On this note, THANX and BRAVO Riyaz for the excellent mentoring that you have offered Ampang and many of us individually too:-)